Email Marketing Automation and Behavioral Targeting

“Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads.”

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Six Elements of Strong Software Sales

Our Top Tips for Selling Software

Whether you are a software sales professional, or just selling software on the side, it is important to follow these critical guidelines for success. Keep reading to learn the six key tips for sales success. Also check out this article about selling software online.

Software sales cycles are changing. With the existence of Software-as-a-Service (SaaS), cloud computing, and open source options, in many cases this can shorten the overall decision process for the customer. If you’re still selling a traditional software license the “old fashioned” way, you may find that your customer has made a buying decision with someone else before you even have a quote together or the pilot finished!

In today’s competitive software marketplace, it is critical to focus on 6 key elements to keep your software sales growing:

Do you have the right business model and pricing structure? With the changes occurring in the software industry (SaaS, open source, outsourcing, mobile software, etc) it may be time to revisit the way your software product is positioned, priced and/or productized (the 3 P’s!). For example, moving to or adding services revenue or subscription licensing can drive increased software sales. Check out our article on software business model planning. Also, if you have a multiple product strategy (eg, a traditional software license approach, and also a SaaS offering) then you need to be very careful to avoid channel conflicts in your pricing strategy, and make sure you are positioning the right product for your customer’s needs, using this SaaS readiness checklist. If you need some additional input, then we offer an affordable sales & marketing strategy audit. Find out more details here.

Have a Strong Value Proposition.

What is your company’s and your product’s biggest strength (in the eyes of the customer, of course) and main advantage against your competition? That is your value proposition. Keep it simple. You should be able to communicate it without even a moment’s thought, and it must be communicated convincingly and with passion! If you don’t believe it, then you won’t be able to make your customer believe it.

Make sure that your value proposition clearly differentiates your product or service from your competition in the customer’s eyes. Remember that your “competition” may not be selling exactly the same type of product you are. If you are a licensed software vendor, your primary competitor may become a SaaS provider or perhaps open source software. Each requires a different type of value proposition.

Make sure your value proposition is clearly spelled out in the beginning and end of your software proposal. Having a compelling software sales proposal is critical to come across as professional and convince your customer that your product or service will meet their specific needs. You can download our Software Proposal Template Package here to use as a starting point to developing your own professional sales proposal. It will really increase the effectiveness of your proposals, help you build credibility, and speed up your turnaround time to close the deal faster.

Identify your Profitable Customers.

You must be able to write down exactly who your customer base is: are they in a specific industry? Are they in small, medium or large companies? What other common characteristics do the right customers have? And who are the specific purchasers and stakeholders within your customer? Take the time to put together detailed target customer profiles for each of your software products or services.

Sales time is valuable. Make sure you have a software sales strategy to reach these specific target customers. Do they have particular conferences they go to? Do they read particular publications or visit certain sites? If you have a lead outside of this target, you should think long and hard about whether you want to spend your time chasing it. Focus your sales efforts on the right customers.

Build Strong Customer Relationships. Know who within your target customers you need to build relationships with, and have a software sales process that supports that. These should be the individual purchasers, stakeholders and influencers of your product or service purchase. Depending on the typical fee for your software or service, they might be at the CXO level or not, but make sure you are developing relationships high enough up in your customer organization to be able to influence the purchase decision.

You may have great relationships at the IT manager or business unit manager level, and those may get you some good insight and information…. But don’t kid yourself that that is enough to influence the sale unless you really do have a low-cost product with a one-off purchase decision.

Your relationship-building efforts must include reaching out regularly to stakeholders at both existing clients and new leads. Getting face-to-face can be time consuming and expensive. However, excellent web conferencing tools exist that make it possible to hold effective sales meetings and presentations online. In addition, make sure you understand the impact the internet is having on B2B sales and the customer purchase cycle. More and more, B2B buyers are relying on the internet for their product research and evaluation, which means that when you get that first sales call they have already gathered quite a bit of product data and done a preliminary vendor short-list. The worst thing you can do in that case is to start with a “generic” sales pitch.

A final critical part to developing strong customer relationships is established a strong channel network. This could include working with a software reseller, distributor, or complementary software vendors and service providers.

Reinforce your Value Proposition with ROI and Client Examples.

So you’ve got a strong product and value proposition, identified the right customers and built relationships with them. Isn’t that enough to get them to buy your software or service? No!

Now you need to convince that customer that you really can deliver on your value proposition for them. That means communicating a strong and convincing ROI, taking into account both hard ($) and soft benefits.

Many software vendors do not take the time to think through and quantify all the possible areas of ROI, but in fact a strong ROI methodology is critical to your software sales success. Unless, of course, you have such a stunning value proposition that customers are willing to pay for it regardless. And make sure you have customer examples or case studies that reinforce your value proposition and ROI message also.

Both your sales organizational structure or channel program and individual ownership/reward must be structured in a way that supports engagement with the right target customers in the best way to sell effectively. Sales process is absolutely necessary, but make sure it does not get in the way of your sales people doing their job, and make sure the comp plans are rewarding the right behavior.

Your sales channel or organizational structure should be as effective as possible in reaching your target customers. Consider using a software reseller, making software resell rights available, or building an affiliate program.

For more detail on commission planning, check out these tips for putting together an effective software commission plan that drives the right behaviors from the entire sales team.

Most of these software sales points may seem obvious… but without explicitly prioritizing these six areas it is easy to get defocused and not recognize the wasted effort that results.

Next Steps to Ramp Your Software Sales

For additional sales tools, templates, coaching and master classes, check out the Software Marketing Toolkit here. You’ll have access to all the tools you need to increase your software sales expertise and help you drive revenue from your software.

Click here for our top tips for selling software online.

Click here to learn about calculating a convincing ROI for your software.

Click here to understand how the changes in the software industry are shortening the software sales cycle.

Click here to learn more about software pricing strategies.

Click here for tips on writing a winning software proposal.

Click here for advice on how to work with a software reseller or distributor.

Click here for more on software resell rights and reselling software.

Click here to learn how to set up a successful software commission plan.

Jenkinson & Associates

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Increasing Sales & Profits

Jenkinson Associates undertakes marketing and business consultancy to any business and any size looking to increase sales and profits. With over 50 published testimonials and guaranteed marketing you can be confident of a marketing service that will deliver for you and your company. The business industries and sectors worked in include manufacturing, technology, retail, online retail, e-commerce, financial, leisure, entertainment, business services, software, charities, public sector, telecoms, B2B, B2C, education and trade throughout the UK, Europe and internationally.

Making use of social media such as Facebook, Twitter, LinkedIn, Pinterest etc and how to market using these types of mediums and how to use these to connect with your customers

Convert more inquiries into more sales

Produce email marketing letters, direct mail letters, brochures and leaflets that people will read and respond to

Develop a sales strategy to increase sales per campaign

Help you on how to follow up leads and turn these into sales

Produce news items for the press to use, so potential customers learn about you and your successes through regular PR

Make your business stand out from the competition

Help you to gain the most out of networking and exhibitions

Help you to gain major contracts and build relationships with large company buyers

Marketing experts so you stay ahead of the competition and become the leading business in your market place

Competitor Research

Market research and develop new marketing opportunities

Creative and Low Cost Marketing Ideas

In business it is quite often not so much how many ideas you have but how many of these happen, and especially for the small business. Time is the enemy of business, with not enough hours in the day, or enough in a week or a month. Many of the businesses I work with know they should be doing something to improve their competitive edge but it is having the time to do it. Do you do your own accounts? You ll use an accountant to do that and hopefully they ll save you some money at the year end! So why not use a specialist to help to grow your business? Unlike your accountant I ll guarantee to put more money in your pocket!

If you are looking to increase your presence and your sales, then I d recommend you give him a call

It s not how many ideas you have but rather how many you make happen

Having been burnt a couple of times by so called SEO / online marketing agencies in the past I was a bit sceptical but very quickly realised my fears were unfounded and wish I d found him years ago. I started using Chris for my online marketing in December and in a couple of months saw my business increasing and a now with a continual steady pipeline of new business I have been able to expand so very happy to recommend. Phil Novell Owner Novells Of Surrey London

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schema:description ” Updated with 100 pages of new content, this edition is better than everIn the newest edition of his top-selling book, social media expert Dave Evans bypasses theory to provide you with practical, hands-on advice on developing, implementing, and measuring social media marketing campaigns. In what can be an overwhelming topic, he demystifies the jargon, dispels the myths, and helps you develop an effective, day-by-day plan. Revised and updated with more than 100 pages of new material on all the latest developments, Evans includes new and updated coverage on Facebook, Twitter, and Google+; the lat. “@en ;

schema:description ” Social Media Marketing; Acknowledgments; About the Author; Contents; Foreword; Introduction; Part I: The Foundation of Social Media; Chapter 1: Backlash; The Early Social Networks; The Backlash: Measured and Formalized; The Main Points; Chapter 2: The Marketer’s Dilemma; The Roots of Avoidance; Early Online Word of Mouth; The Social Web Blooms; Nielsen Adds Social Metrics; The Main Points; Chapter 3: What Is Social Media?; Social Media Defined; The Elements of Social Media; The Main Points; Part II: Month 1: Prepare for Social Marketing; Chapter 4: Week 1: Web 2.0, The Social Web. “@en ;

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Communication Management

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Public Relations (Master’s Degree Specialties: A career-relevant master’s degree at University College requires 48 credit hours and is designed, delivered, and priced exclusively for working adults. Classes are offered online, on campus in the evenings, or in a combination of both.

Gain insight to expertly reach an organization’s diverse constituents, manage its identity, and maximize the impact of its reputation. In the Public Relations master’s concentration, you’ll learn strategies to connect with third-party influencers, utilize mass media outlets, and leverage social media platforms—all while employing the principles of persuasion and creating quality content for traditional and digital media.

Create communication plans with measurable results using public relations best practices, tactics, and strategies

Develop, manage, and analyze effective media relations practices

Articulate and defend the selection of techniques to measure, monitor, and influence reputation

Articulate the primary principles and practices of public relations

To learn more about the Communication Management degree, visit the program overview page .

Required Courses

MA in Communication Management with a concentration in Public Relations requires completion of 48 credit hours (12 courses)

Core courses help students to understand the scope of activity, historical development, future direction and trends, and typical types and roles of organizations that operate within a career field. The Capstone course is the culminating academic endeavor of our degree programs, in which students explore a problem or issue within their field of study.

Concentration courses allow students to focus on a specific professional area within the larger industry sector in which they are working or wish to work, and master the skills needed to excel in that area.

Elective courses – 12 qtr. hrs (Choose 3)

Electives may be chosen from among all courses in Communication Management programs. You may also select courses from other University College graduate programs with approval from the academic director.

Your academic advisor will help you select electives that align with your career and personal goals, and your advisor will obtain any necessary approvals from the academic director.

Popular electives for students pursuing Communication Management programs include:

ExpectationsOften considered one of the best creative jobs on the market, Public Relations Specialists and Managers can expect a rise is job opportunities, according to the US Department of Labor. Whether promoting a brand, organization, or individual, PR professionals use creative, social, and technical skills in their careers.

Careers in Communication Management

Communicate success Top communicators get the top rankings! Public relations specialists, marketing researchers, art directors, and marketing managers all placed among the top 100 best careers in a 2013 ranking by U.S. News & World Report. And although communication, public relations, and media jobs tend to be in larger, metropolitan areas, there is a trend that clearly shows a dispersal of job openings across the nation. Whether you’re looking to enter creative services, mediation, media, training and development, or another communication field, the key is to prove ingenuity, resilience, and communication savvy.

Stay ahead of the curve! New media, new technology, and new global opportunities are all the rage within the communication industry, as employers seek industrious professionals who have innovative skills and can bring something new and dynamic to the table. By next year, total marketing spend will have shifted drastically: interactive online marketing will reach $55 billion and search marketing will grow 15% per year to reach $32 billion. Those with an innate ability to generate creative solutions, think innovatively, and market themselves will likely excel within the organizational and professional communication field.

Career Services

Enhance Your Career As a student, you’ll gain access to a range of free services offered through DU Career Services. From resume and cover letter assistance to individual career counseling and assessments, you’ll have valuable career support during and after your program.

Ready to Apply

It’s time to gather your materials and apply to your program of choice. Remember to include:

Need More Information

Interested in attending University College, but need additional information before you make a decision? No problem we’re here to help. You may request additional information about a specific program and specialty, review and ask questions in our Frequently Asked Questions section, or contact University College directly.

Want to Take a Class

Even if you missed the application deadline, you can start taking courses for one quarter before you have to submit a completed application. We know how important it is to get started when you’re ready, so review the class schedule or start the registration process now.

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